Regional Sales Head - FMCG - IIM/FMS/MDI/XLRI

Job Purpose:

To lead the Regional team in driving sales, distribution, and visibility through leveraging resources and infrastructure for the achievement of business objectives in line with company vision and values.

Educational Qualifications:

- Masters/PG in Management with specialization in Sales & Marketing from a Tier-I institute

- Graduate in any discipline

Experience:

- 8-11 yrs experience in FMCG sector sales; At least 2-3 yrs in a Sales Development or 1-3 yrs experience in a Trade Marketing/Customer Marketing role

Key Responsibilities:

Achieving planned sales volume and revenue targets for the specific region:

- Detailed planning and review of relevant indicators

- Leveraging BTL & other resources to drive business objectives

- Managing costs and draw suitable plans to increase ROI of spends

- Leveraging Market intelligence to maximize business opportunities

- Driving new product agendas in line with business objectives

Distribution:

- Formulating and actioning strategies to drive distribution (direct & indirect) across brands

- Drive growth of the existing distributor network

- Monitor service level agreements defined with the distributors(business model, dedicated vs. shared sales force, KPIs etc) and monitor the actual outcome

Execute Display & Merchandising guidelines in each & every channel of trade:

- Report on opportunities, obstacles through feedback obtained at the field level

- Ensure implementation of TM activities, active and proper in-store activities execution

Talent Management & Development:

- Coach field force to improve sales capabilities to achieve execution excellence

- Develop team members through structured training and on the job coaching

- Regularly evaluate the performance of the subordinates through market visits

Interactions:

Internal Clients:

- Trade Marketing Managers

- Regional Sales Development Manager

- Divisional Commercial Manager

External Clients: 

- Trade Partners

Geographies:

- North Gujarat, South Gujarat & Western MP.